题型样章- 商务英语听说(学生使用)2014-12-12

Unit 13 Product and Company Description 产品和公司介绍

Learning Objects

After learning this unit, you are able to

? understand the useful business knowledge related to this unit

? have the skills to finish the listening contents.

? describe goods and company and make sugesstions and compare choices.

Part I Listening

Section A

In this part, you will hear five sentences about a picture before you. When you hear the sentence, you must select the one that best matches what you see in the picture. Then mark the best corresponding letter on your paper according to what you’ve heard.（听句子图片判断 ,所选图片应与职场环境或者职场岗位相关，5题）

( )1.

A B C

( ) 2.

A B C

( ) 3.

A B C

( ) 4.

A B C

( ) 5.

A B C

Section B

For each question in this section, you will hear five statements about a picture before you. When you hear the statements, you must select the one that best describes what you see in the picture. Then mark the best corresponding letter on your paper according to what you ’ve heard. （听句子图片判断 , 所选图片应与职场环境或者业务相关，5个图片）

6. __________

7. ____________

8. ____________

9. ____________ 10. __________

Section C In this section, you will hear five short sentences. You are requested to write your answer in the corresponding blank according to what you have heard. （信息填写。如：人名、地名、公司名、地点、时间、数字、号码等等。5题）

11. The time Mr. Dave arrives at the airport is ____________.

12. Mr. Daniel ’s extension number is _____________________.

13. The unit price quoted is US$ _________________________ CIF Vancouver .

14. The item that our customer is enquiring for is _______________________.

15. The destination port of the item is __________.

In this section, you will hear ten short conversations. At the end of each conversation, there will be a question to be asked. Please make your best choice from A. B. C and D after each question you’ve heard.（交际判断。判断人物关系、地点、金额、。。。10题）

16. A. There’s room to stack up the cans of coffee

B. The supermarket is out of coffee

C. They should buy a lot of coffee

D. They should wait for a better deal on coffee.

17. A. Pass the coffee to the man.

B. Have a small cup of coffee..

C. Go without coffee.

D. Go out for coffee.

18. A. She works in a hotel. B. She is a secretary of the man.

C. She works in a company.

D. She is a receptionist

19. A. James Chan. B. Kevin Cassidy. C. Marrisa Lin. D. We don’t know.

20. A. leave a message. B. go to a meeting.

C.call back later.

D. talk to Mr. Brown face to face.

21. A. Item No.40 on page 22. B. Item No.22 on Page 42.

C. Item No.22 on Page 40 .

D. Item No.42 on Page 22.

22. A. at lunch. B. at a meeting. C. in a break. D. at a bank.

23. A. He would like the woman to leave a message to Mr. Hill .

B. He would like to talk to Mr. Hill in person.

C. He will call back later.

D. He would like the woman to call him .

24. A. She knows a little. B. She knows little about Chinese.

C. She is a skillful Chinese speaker.

D. He knows nothing about Chinese.

25. A. At home. B. at the office. C. At Tom’s home. D. In the hospital.. Section E

In this section, you will hear two recordings. At the end of each recording, some questions will be asked about what was said. You are requested to decide which is the best answer from A. B. C and D. according to what you’ve heard.（短文判断。对话形式或者小短文形式。Task1和he Task2）

Task 1

26. A. He wanted to talk about the new contract.

B. He wanted to sign the new contract.

C. He wanted to make a new contract.

D. He wanted to change a new contract.

27. A. $181-8566-5736. B. 181-8526-5736.

C. 181-8526-5766

D. 181-8566-5726

28. A. Three B. Four C. Five D. Six

29. A. Confused. B. Interested. C. Unsatisfied. D. Indifferent.

30. A. Payment terms B. Insurance Clauses C. Shipping marks D. Quality Part Ⅱ Speaking

Brief Background

The purpose of inquiry is that the buyer wants to seek a supply, service or information. And an offer is a proposal to sell or buy a specific product or service under specific conditions. An offer can be made by seller or buyer. If an offer made

by buyer, it is called a bid.

Sample Situational conversation （视业务环节情况，可以3-5个子主题对话）1. sales promotion （子主题）

Z: Good morning, Mr. Brown. I’d like to know if you are interested in our textiles.

B: Yes, Mr. Zhang. We are thinking of placing an order. We hope to conclude substantial business with you if your prices are reasonable.

Z: Mr. Brown, it’s a great pleasure to hear that. You have seen the exhibits at the Fair. And what particular items are you interested in?

B: ,Well, besides silk, I’m interested in nearly all of the cotton piece goods, such as

Tshirts, men’s shirts, blouses, sport shirts, women’s suits and so on. We are ready

to negotiate business on these things with you.

Z: Great, do you feel that they will find a ready market in America?

B: I think they will find a ready market in America, and we won’t have any difficulties

in the sale of these items. As you know, people in the Europe and America have been tired of wearing synthetic fabrics. There is a tendency that more and more people like to buy cotton piece goods and silks.

Z: Yes, as many people say, time proves that natural things are better than man- made ones. Wearing silks and cotton piece goods makes you comfortable.

B: Now, here is a list of my requirements. If the quality of your goods exported is as good as that of the samples displayed, and the prices are reasonable, we expect to place regular orders for fairly large numbers.

Z: Mr. Brown, I can assure you of our fine quality and reasonable prices. Here is our latest quotation sheets, and you will see that our prices are most competitive.

2. inquiring – offering （子主题）

B: Mr. Zhang. Can you give us an indication of your prices about these goods?

Z: Sure. But on what basis are we to offer, FOB or CIF?

B: I’d like to have your lowest quotation on CIF San Francisco.

Z: Ok, would you please tell us the quantity you require so that we can work out

the offers for you?

B:Well, if you can quote us your lowest prices, we’d like to order 20,000 dozen on each item.

Z: Good,the lowest prices of Tshirts, blouses, sport shirts and women’s suites

are $80 per dozen CIF San Francisco. Other cotton piece goods and silks are listed in our latest catalogues and price sheets in details.

3. catalogues and price lists （子主题）

B: Mr. Zhang, I’d like to buy Hangzhou embroidery. Have you got the latest

catalogues and price lists for this line?

Z: Of course, we have. Here you are. These are our catalogues and price lists for Hangzhou embroidery and other silks. I wonder what colors and patterns you like? B: Let me see. I think these patterns are quite good. The lowest CIFSan Francisco

Quotation is… Oh, all your prices are on FOB. We’d rather have you quote us CIF prices.

Z: That is easy. We can work out CIF prices for you.

B: When can I have your CIF firm offer?

Z: We can work out the offer this afternoon, and give it to you tomorrow morning. B: Great, thanks. And How long does your offer usually remain valid?

Z: Our offer usually remains open for three days.

B: Ok, then I will wait for your offer.

Z: Yes, and by the way, as a rule , we reconsider our price if the order is big enough. B: I see. Thanks. See you.

Words and Phrases （最多10个）

substantial adj. 大量的

negotiate v. 谈判

find a ready market v phr. 畅销

cotton piece goods n. 棉布匹

tendency n. 趋势

synthetic fabrics n. 合成纤维织物

an indication of prices 参考价

price sheets n. 价目单（price list）

embroidery n. 刺绣

pattern n. 式样

Useful sentences （最多10个）

1. I’d like to know if you are interested in our textiles.

2. We hope to conclude substantial business with you if your prices are reasonable.

3. And what particular items are you interested in?

4. There is a tendency that more and more people like to buy cotton piece goods and silks.

5. Here is a list of my requirements.

6. I can assure you of our fine quality and reasonable prices.

7. If the quality of your goods exported is as good as that of the samples displayed, and the prices are reasonable, we expect to place regular orders for fairly large numbers.

8. Can you give us an indication of your prices about these goods?

9. On what basis are we to offer, FOB or CIF?

10. And How long does your offer usually remain valid?

Part III Practice

Task 1 Wang Fang reads the ad and goes for more information. Make a conversation between Wang Fang and the sales manager. The following information may help you.

Task 3 Make a short conversations with the words provided below

Mr. Black/ beans/ catalogue and pricelist/$800 per ton/FOB Shanghai

Task 5 Work in pairs. Practice making conversations with your partner according to the following situations

An X-ray purchasing manager from British intends to place an order for 18 tons of pineapple if the price is competitive. You are to offer your best price and tell him your company’s policy on price: If the quantity exceeds 25 tons, you’ll give 2% discount.

Part Ⅲ Cultural Tips

业务员报价技巧

产品的成交必须经过“报价”阶段，但很多业务员面对报价时，经常是一种很大的心理障碍，尤其是面对自己的亲朋好友时都不知如何报价。这种心理障碍一定要先自我排除，报价时绝对不能担心因为价格报高了可能无法成交。首先要先想到一个问题，就是即使你价格报底了也不见得会成交，但你价格报高就有调整的空间，如果价格报底时你可能因此而失去比赛权。因此，记住：客户永远不会满足的。

业务员不管是在推展业务或是报价都需要同事的配合，并很好利用以下“ABC三点关系法”，这种“ABC三点关系法”技巧是让客户感觉到最满意的成交法。１、以成交者最高成交的成交单（订单或交贷单）来诱导客户并让客户知道，一样的产品他买的价格比别人低。这是一种比较简单的做法。也是对一般客户常用的方法，但对顽固的客户此方法就不能使用。2、与客户谈判当中，由你的同事（此时你同事扮演的角色就是另外一个客户）以电话联系，进行较高的价格报价并当场说明交贷日期，此报价务必要比你对该客户的报价还高让客户感觉到他确实买到比别人低的价格。3、先准备一张“假”的“成本”价格表，在与客户谈判当中，利用机会找借口离开谈判现场（上厕所、接电话），然后把价格表放在现场（想办法让客户知道这是一张成本价格表），这时客户一定会趁你不在的时候来偷看此价格表，所以你要把这张“假”的“成本”价格表里的成本与你的售价接近，不能相差太远。根据心理学实验报告指出在这种状况下会偷看价格表的比例高达92%。这种方法是针对较大成交量的生意谈判时所运用的也是最有效的方式之一。

以上只是列出较常用的简单“ABC”三种方式供参考，简单易学。但要因客户的层次的高低，及成交量大小的区别加以交互利用，如此一来才会提高你的成交率。